Wouldn’t it be nice if every tour we gave decided to join? Then we’d never have to worry about overcoming objections or following up! Okay, fantasy time is over; now let’s talk about reality.

We all have tours that don’t buy. The hard part for a lot of salespeople (especially new ones) is learning how to handle that prospect both at the close of the sale and in a follow up situation.

Today, let’s talk about the close of the presentation process when the person has clearly established that they are not joining that day/that moment (and you have gone through your 6-steps to overcoming objections with no success).

When this happens you are in step 8 of the sales process, which is establishing a course of contact. Here’s what to do:

1. Align with the prospect to defuse any defensiveness; “Okay, that’s fine, this is an important decision.”

2. Inquire as to their decision time line; “How long do you think it will be before you make a decision, a day, two days, a week?”

3. Use alternates of choice to book either a follow up visit to the club (perhaps enticing with a free workout if they haven’t done that) or a phone appointment.

Sure, there will be some prospects who won’t book any type of follow up and that’s okay too. Heck, that tells you something. Just be courteous and professional and try to at least get their permission for a follow up e-mail. That’s the best you can do with the hostile ones.

By clearly establishing a course of contact with either another visit or a phone appointment you are not only displaying professionalism but you will be setting yourself up for a more successful follow up situation.

Casey Conrad, BA, JD, has been in the health and fitness industry for 26 years. She is the author of numerous club sales and marketing products. To access her free sales tips and videos please visit www.HealthClubSalesTraining.com. She can be reached at Casey@CaseyConrad.com.